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Description: In organizations today, getting work done requires political and collaborative skills. That's why the first edition of this book has been widely adopted as a guide for consultants, project leaders, staff experts, and anyone else who does not haveMore...

In organizations today, getting work done requires political and collaborative skills. That's why the first edition of this book has been widely adopted as a guide for consultants, project leaders, staff experts, and anyone else who does not have direct authority but who is nevertheless accountable for results. In this revised edition, leadership gurus Allan Cohen and David Bradford explain how to get cooperation from those over whom you have no official authority by offering them help in the form of the "currencies" they value. This classic work, now revised and updated, gives you powerful techniques for cutting through interpersonal and interdepartmental barriers, and motivating people to lend you their support, time, and resources.

Introduction

Why Influence: What You Will Get from This Book

The Influence Model

The Influence Model: Trading What They Want for What You've Got (Using Reciprocity and Exchange)

Goods and Services: The Currencies of Exchange

How to Know What They Want: Understanding Their Worlds (and the Forces Acting on Them)

You Have More to Offer Than You Think if You Know Your Goals, Priorities, and Resources (The Dirty Little Secret about Power)

Building Effective Relationships: The Art of Finding and Developing Your Allies

Strategies for Making Mutually Profitable Trades

Practical Applications of Influence

Influencing Your Boss

Influencing Difficult Subordinates

Working Cross Functionally: Leading and Influencing a Team, Task Force, or Committee

Influencing Organizational Groups, Departments, and Divisions

Influencing Colleagues

Initiating or Leading Major Change

Indirect Influence

Understanding and Overcoming Organizational Politics

Hardball: Escalating to Tougher Strategies When You Can No Longer Catch Flies with Honey

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